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Negotiation Tips No. 72 Acquisition Effective negotiators are by definition acquisitive people. They collect things during a negotiation and hopefully dont have to give too much away in return. One definition of negotiation is that it concerns the division of scarce resources and if that is the case then whatever the resource is that is scarce a good negotiator will want their fair (or maybe to some people even an unfair) share. A delegate on one of my programmes once accused me of teaching people to be greedy. He believed that there was a fair share in a deal and to ask for more was greedy. My problem with that is the apportionment of a fair amount. Thats clearly a matter of opinion and some of the people opposite me in negotiations have had some very strange opinions of what is fair. So…dont be embarrassed. If you want it, ask for it and go get it.. Youll have to manage the consequences but thats the part that expert negotiators do so well. © Tom Beasor 2001
Sales Tips No. 52 Hot and Sweaty (Prices 1) A colleague in Australia once advised me that I should always try to keep my customers hot and sweaty. That was the way in which theyd want the product and once they really desired it then the price and the objections would disappear. The real issue concerns price. If the customer wants it and youve done a really good job of whetting their appetite then dont spoil the show by mentioning the price. Remember its never too late to delay talking about the price. If youve sold in the benefits and the customer wants it and can just see themselves owning it and using it then the price will not be a problem. Create some tension, create a sense of excitement and let the customer buy it from you at full list price (or maybe even a premium) which you can always sort out at a later date. A price should never get in the way of a well managed sales call. © Tom Beasor 2001
Management Tips No 1 Friends and Enemies One definition of management is that it is the art of keeping those people who hate you away from those who are merely undecided. When you look at how internal politics gets in the way in many organisations you know how true this is. A second definition is that management is about getting things done through other people. Its not about what you do yourself but the way in which you manage the people around you (bosses, subordinates and colleagues) so that you can properly achieve your corporate objectives. Thats a good start. Management is about the best use of resource and Im happy to suggest that people are at the top of the list when it comes to any companys list of unique resources. © Tom Beasor 2001
Negotiation Tips No. 76 Radius of Credibility The use of markers always represents a difficult issue in a negotiation. On a starter course we teach not.
Negotiation Tips No. 112 Third party influence I generally keep well away from political negotiations. I much prefer the smell of money when Im negotiating.
Management Tips No. 32 Leaders and Managers There are many definitions about managing and leading. I particularly like the ideas of John Kotter and he.
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Negotiation Tips No. 91 Value and Relationships The first words that I ask delegates on training programmes to learn are: Value and Relationships. I believe.
Negotiation Tips No. 75 Building Blocks The subject of the Building Block tactic has come up again recently in a couple of programmes Ive run. If you remember…it.
Management Tips ©Tom Beasor Talent I was reading a Tom Peters book called Talent and he is very keen to tell people that there.
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Negotiation Tips No. 95 Offers and Counter Offers At some stage in a negotiation an offer is put on the table. At that moment the receiving party has to.
High-Frequency Phrases First 100 Words. The people.
DOLCH Sight Word Test (Say each word as it appears on the screen.)
Dolch Words the of and to a in that is was.
Oral Reading Fluency First 100 Most Used Phrases.
Attention (your target market) !. Are you (their problem) ?
Sight Words Complete Dolch Sight Word List Preprimer through Third.
DOLCH Sight Word Test (Say each word as it appears on the screen.) Press the Esc key to stop the slide show Click this button below to start the slide.
Sight Word Phrases Group 1. the little boy a good boy.
CVs & Telephone Skills Top Tips to remember …. CVs.
Englewood Public Schools Englewood, Colorado 2009 A Compilation of E.W. Dolch 1936, The Reading Teachers Book of Lists, Fourth Edition,© 2000 by Prentice.
Can We Talk? Effective Parent Teacher Conferences at Every Grade.
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